Lee Tessier’s Top 50 Strategy
Lee Tessier’s Top 50 Strategy: The Secret to More Referrals & Repeat Clients
What if your next deal wasn’t coming from a cold lead—but from a trusted connection who already knows, likes, and trusts you?
That’s exactly how Lee Tessier, a real estate pro with over $1 billion in closed sales, built a referral machine. Instead of marketing to an entire city, Lee focuses on his Top 50—the core group of people who consistently send him business.
The Power of the Top 50 Strategy
Most Realtors spend too much time chasing new leads while neglecting the best source of business—their past clients and strongest advocates. Lee’s approach flips the script by prioritizing the people who already trust him.
Lee’s Take:
"Your Top 50 should be the people who already know, like, and trust you—past clients, referral partners, and strong connections. These are the ones who will consistently send you business."
How to Build & Nurture Your Top 50
Identify Your Best Referral Sources
Go through your past deals—who has already sent you business? Prioritize strong connections who genuinely support you.
Stay in Front of Them Regularly
Don’t only reach out when you need something—make it a habit. Send personal messages, check in, and provide value throughout the year.
Add Value to the Relationship
Offer helpful insights, exclusive perks, or small appreciation gifts. Create memorable experiences—like client appreciation events.
Why This Works for Realtors
Many agents spread themselves too thin, trying to reach everyone. But when you focus on consistently nurturing your Top 50, you cultivate deeper relationships and increase the likelihood of getting steady, high-quality referrals.
Listen to the Full Episode
Lee breaks down his entire system in this episode of Outside the Box. If you’re ready to generate more referrals without cold calling, this is one you don’t want to miss!
Keep Your Brand in Front of Clients When They Move
Events and relationship marketing are great—but when the time comes for a thoughtful follow-up, the right closing gift can make all the difference. That’s why many top Realtors use branded moving boxes and custom moving boxes as part of their referral marketing strategy.
A well-timed, personalized touch keeps your name in front of clients long after the move.
Check out how BizBox can help you stay top of mind: www.bizboxinc.com
